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Perceived effectiveness of influence strategies among Hong Kong managers.
- Source :
- Asia Pacific Journal of Management; Mar2007, Vol. 24 Issue 1, p75-96, 22p, 4 Charts, 2 Graphs
- Publication Year :
- 2007
-
Abstract
- This study extended recent attempts to build a conceptual framework for the study of organizational influence behaviors. A hundred and four Hong Kong managers rated the perceived effectiveness of 16 influence tactics in six scenarios, covering three directions of influence—upward, downward, and lateral. Results consistently generated a two-dimensional model of basic strategies—the more nurturing, conformity-inducing Gentle Persuasion (GP); and the more agentic, compliance-pressuring Contingent Control (CC). A three-way interaction among these two strategies, the three influence directions, and gender was found, and the relationships between the perceived effectiveness of these strategies and the managers’ social beliefs explored. [ABSTRACT FROM AUTHOR]
- Subjects :
- INFLUENCE
EXECUTIVES' attitudes
INDUSTRIAL relations
INDUSTRIAL management
Subjects
Details
- Language :
- English
- ISSN :
- 02174561
- Volume :
- 24
- Issue :
- 1
- Database :
- Complementary Index
- Journal :
- Asia Pacific Journal of Management
- Publication Type :
- Academic Journal
- Accession number :
- 24207486
- Full Text :
- https://doi.org/10.1007/s10490-006-9022-3